Fundamentals of Selling draws on the unmatched experience of a salesman turned teacher to give your students the sales skills that lead to success. With a level of detail unique to this book, author Charles Futrell lays out a selling process step by step, taking in every phase of the sale from planning to follow-up. This detailed yet universal approach gives students the foundation they need to be successful sellers in any industry. Combined with up-to-date content and a strong ethical focus, the 10th edition of Fundamentals of Selling teaches sales the way a mentor would: with a strong, practical focus that puts the customer first.

Table of Contents

Futrell, Fundamentals of Selling, 10e
PART I SELLING AS A PROFESSION
1 The Life, Times, and Career of the Professional Salesperson
2 Relationship Marketing: Where Personal Selling Fits
3 Ethics First . . . Then Customer Relationships

PART II PREPARATION FOR RELATIONSHIP SELLING
4 The Psychology of Selling: Why People Buy
5 Communication for Relationship Building: It’s Not All Talk
6 Sales Knowledge: Customers, Products, Technologies

PART III THE RELATIONSHIP SELLING PROCESS
7 Prospecting—the Lifeblood of Selling
8 Planning the Sales Call Is a Must!
9 Carefully Select Which Sales Presentation Method to Use
10 Begin Your Presentation Strategically
11 Elements of a Great Sales Presentation
12 Welcome Your Prospect’s Objections
13 Closing Begins the Relationship
14 Service and Follow-Up for Customer Retention

PART IV Managing Yourself, Your Career, and Others
15 Time, Territory, and Self-Management: Keys to Success
16 Planning, Staffing, and Training Successful Salespeople
17 Motivation, Compensation, Leadership, and Evaluation of Salespeople

APPENDIX A: Sales Call Role-Plays
APPENDIX B: Personal Selling Experiential Exercises
APPENDIX C: Comprehensive Sales Cases
APPENDIX D: Selling Globally
APPENDIX E: Answers to Crossword Puzzles
Glossary of Selling Terms